Consultative selling

How it is used

Use when diagnosis and advice shape the recommendation; it may lead to advising against an unsuitable purchase.

Example sentences

1. Consultative selling led us to recommend a smaller machine that matched the workshop's workload.

   The recommendation follows the buyer's situation rather than the largest possible order.

2. Her consultative selling approach uncovered a training problem that new software alone would not solve.

   Careful diagnosis can change the type of solution discussed.

Common collocations

• consultative selling approach
• consultative selling skills

Related terms

• discovery callAn early conversation with a prospect in which the seller asks questions to understand their situation, problems and goals before suggesting a solution.
• rapportA friendly, trusting connection between two people that makes communication easy, for example between a salesperson and a customer.

More terms: Pitches & Demos

• sales pitch
• demo
• value proposition
• elevator pitch
• pain point
• benefit
• case study
• battlecard
• technical validation
• reference call
• value selling
• compliance matrix